But instead of saying what someone is being like, or worse, saying what you think they are, they use a language that describes “where” they are. Instead of visualizing themselves as enemies, they visualize where they both are on the same map. So you hear a negotiation that sounds something like: “you are at $35 and I am at $25.” When they can both see where they are on a common map, it helps them find a way to meet in the middle. Is there something here that leaders can learn from pickers?
Instead of labeling someone, we can find out where we are on the same map, and how to start meeting in the middle. Finding out where someone is, in their thought process, might just turn up some "rusty gold."